Praise for Exceptional Selling
‘Thull’s leading-edge thinking makes this book extraordinary.
This straightforward guide to communicating across all cultures
with credibility and respect will give you a significant
competitive advantage in a complex and crowded global
marketplace.’
–Guenter Lauber, Vice President, Siemens Energy &
Automation, Inc., EA Systems
‘Exceptional Selling may be one of the most important books
written on sales and marketing communications for high stakes
sales. It shows you how to stand apart from your competition,
communicate with great clarity, and position your solution as the
most compelling choice for the long term.’
–Rob Mancuso, Senior Vice President, Investors Financial
Services Corp.
‘Thull has taken consultative and collaborative sales to new
heights. The knowledge in this book is priceless. The trust and
respect created by the diagnostic process is a must-have for
success here in Asia and around the globe. It enables us to
differentiate ourselves early and achieve long-lasting
success.’
–Tay Chong Siew, Major Customer Director, North Asia, BOC
Gases
‘Having achieved exceptional success by working with Thull and
implementing the strategy and process in his first two books, I’m
astounded that his leading-edge thinking is captured in yet more
detail in another brilliant book. The conversation examples of his
powerful diagnostic approach will bring even greater success to our
organization. Truly exceptional!’
–Alberto Chacin, Director of On Demand Services LAD, Oracle
USA
‘Exceptional Selling is a dramatic departure from the vast
majority of sales books. It scares me to see all the ways in which
we can self-sabotage our sales opportunities-but that’s only
chapter one. Throughout the book, Thull describes compelling
examples of how to succeed in a cluttered marketplace.’
–Steven Rodriguez, Senior Vice President, Ceridian
Corporation
‘Thull has again extended the concepts and thinking he developed
in The Prime Solution and Mastering the Complex Sale. This is an
essential read for anyone working to understand his customers in a
complex world.’
–Wayne Hutchinson, Vice President of Sales Marketing and
Consulting, Shell Global Solutions International B.V.
Tabela de Conteúdo
Foreword xi
Preface xix
Acknowledgments xxix
Part I: ‘What We Got Here Is a Failure to Communicate’
1 The More You Sweat, the Less You Sell 9
2 Nobody Buys a Value Proposition 31
3 You’ve Got to Get Your Mind Right 53
Part II: Taking It to the Street
4 Earning the Keys to the Elevator 83
5 Diagnosis Trumps Presentation Every Time 107
6 Cutting Through the Smoke and Mirrors 131
7 It Doesn’t Pay to Surprise a Corporation 159
Part III: Breaking Away with Exceptional Credibility
8 ‘Show Me the Money’ 187
9 Connecting at the Level of Power and Decision 209
Epilogue 229
Index 231
Sobre o autor
JEFF THULL is a leading-edge strategist and valued advisor for executive teams worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation programs for companies such as Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast-track start-up companies. He has gained a reputation as a leader in the area of sales and marketing strategies for companies involved in complex sales. He is an in-demand public speaker who has delivered more than 2, 500 speeches and seminars. Thull is also the author of The Prime Solution and the Wiley title, Mastering the Complex Sale.
For more information, please visit www.primeresource.com.
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